Are You a Vendor or Business Advisor?

This question is one of the most important questions you can ask of yourself. Self assessment regarding how your customers and prospects think of you as a b2b sales person.

If you are referred to as a “Vendor” it is an indication you are selling too low in the customer organization. Therefore, loyalty is limited to your last price quote. There is no compelling reason for the buyer to open up to you with important information or issues to assist you in formulating a plan of action to help this customer. Why? Because the customer feels you are just one in a thundering herd of sales people pushing the same products and services. Their is no differentiation in their mind between you and any other b2b sales person.

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